PROJECTS
Bain & Company
Laure Cedaha, EIR & Venture Lead
"Great support from the team, achieved the objectives in a timely manner, frequent progress updates."
Client
Bain & Company
Year
2021
Services Provided
Discovery
Engagement Length
1 Month
Problem / 01
Top 3 global management consulting firm had an internal startup incubator, based on problems found from professional services engagements. They had created an MVP for an HR product and were able to acquire some internal customers at Bain, but needed to see if there might be appetite for their solution in the broader market. The implications would be whether the venture could be spun out and operate as a standalone.
Solution / 02
Bain & Company brought on LeapMotiv to help them build an outbound engine in order to book discovery calls with their target customer segment. LeapMotiv chose to not compensate any of the potential prospects and use a double blind method in order to make sure there was no bias in collected data. LeapMotiv developed an interview guide that followed a customer's Priorities, Workflow, Challenges, Opinions based on the learning goals and ran interviews with top CHROs across Fortune 2000 companies.
Result / 03
10x discovery calls done with hypothesis validated. Created call summary charts using the voice of the customer to score the conversations based on criteria of Customer Acknowledging Problem, Customer Believing it Should Be Solved, and finally Customer Has Tried to Solve it Before. We uncovered a clear subsegment that would be better for future briefs and continued discovery. Total turnaround time: 2.5 weeks.
